12016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Johns Manville Platinum Educational
SessionReading the Tea Leaves—
Adjust, Adapt, Act
2© 2016 FMI Corporation
Ability to “See” the Future is the Catalyst of Progress
32016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Industry Context
6
23
49+
11
25
6.8x‘07
32%
‘90
‘82
‘75
• Ninth year of growth
• Prosperity amidst uncertainty
• Uneven recovery
• Energy, Industrial, Civil Infrastructure Demand
7
64
Magnitude of
Downturn
Duration of Downturn
Years to Rebound
# of Downturns
since 1964
Prior Three Industry
Downturns
‘75
‘82
‘90
‘07
‘75
‘82
‘90
‘07
US Recessions
Residential
Non-ResidentialTotal E&C
42016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Trends Impacting Construction
52016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
2016 Trends in the Construction Industry (1 of 2)
• Availability of labor at all levels
is a major concern.
• Megaproject proliferation and
the trend toward joint ventures.
• Technology advances too quickly
to become table stakes.
• The strategic significance of risk
management.
• Mergers and acquisitions:
remaining strong in many
sectors.
62016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
2016 Trends in the Construction Industry (2 of 2)
• Abundant low-cost natural gas
is creating tailwinds.
• Succession issues threaten the
continuity of many firms.
• Commercial building segment
continues to be a buyer’s
market.
• Business intelligence is all
about knowledge.
• Organizational effectiveness is
a growing concern.
72016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
International Focus on U.S. Building and Infrastructure Market is Unprecedented
82016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Construction Industry Forecast
92016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
0%
1%
2%
3%
4%
5%
6%
7%
8%
$- $50 $100 $150 $200 $250 $300 $350
Co
mp
ou
nd
An
nu
al G
row
th R
ate
(th
rou
gh
20
20
)
Construction Spending Put in Place 2020 (USD Billions)
Multifamily
Single Family
Residential
Improvements*
Power
Educational
Highway
and
Street
Health Care
CommercialTransportation
Manufacturing
Office
Lodging
Amusement and
Recreation
Communication
Religious
PS
Water SupplyS & WD
C&D
*Improvements include additions, alterations and major replacements. It does not include maintenance and repairs.
U.S. Markets Construction Overview
102016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
2016 Highlights
• High-volume nonresidential segments in 2016
– Power ($93.9 billion)
– Highway and Street ($91.3 billion)
– Education ($86.4 billion)
• Strongest percentage gainers in 2016
– Lodging (18.0%)
– Office (16.0%)
– Amusement and Recreation (8.0%)
– Power (8.0%)
• Weakest segments in 2016
– Public Safety (-5.0%)
– Water Supply (-4.0%)
– Sewage and Waste Disposal (-3.0%)
Total Put in Place
Year %
2014 10
2015 11
2016 5
112016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Recovery Concentrated in Select Metro Areas
122016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
U.S. Markets Construction Overview
New
England
4% Mid-
Atlantic
13%NE
Central
12%
WN
Central
8%South
Atlantic
14%
ES
Central
5%
WS
Central
25%
Mountain
8%
Pacific
11%
Private
58%
Federal
3%
State and
Local
39%
By U.S. Census Region
100%
U.S. Construction Spending, $ Billions Source: FMI Corporation
U.S. Nonresidential Buildings Construction Spending Segmentation Source: Global Insights, FMI Corporation, U.S. Census Bureau
Building markets include both residential and nonresidential
By Public and Private
80%
40%
Total Construction
Building Markets
Nonresidential
Buildings
132016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Other Commercial
Retail Commercial
Office
0
20
40
60
80
100
120
2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020
Co
nstr
ucti
on
Pu
t in
Pla
ce
U.S. Markets Construction OverviewNonresidential - Commercial
U.S. Nonresidential Commercial Buildings Construction Forecast, $ BillionsSource: FMI Corporation
Forecast
Lodging
142016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Religious
Public Safety
Educational
0
20
40
60
80
100
120
2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020
Co
nstr
ucti
on
Pu
t in
Pla
ce
U.S. Nonresidential Institutional Buildings Construction Forecast, $ BillionsSource: FMI Corporation
Forecast
U.S. Markets Construction OverviewNonresidential - Institutional
Health Care
152016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
The overall economy has grown
by $4 Trillion since 2007 while
the construction industry has not
recovered to 2007 spending
The E&C industry has declined as
a % of the overall economy. What
are the implications of an
industry downturn prior to a full
recovery?
Has the Industry Lost its Place in the Broader Economy?
162016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
A Persistent Recovery Amidst Global Chaos
$14,237.2
$17,078.3
$18,444.1
$901.0
$910.8
$1,141.4
$-
$200.0
$400.0
$600.0
$800.0
$1,000.0
$1,200.0
$1,400.0
$1,600.0
$-
$5,000.0
$10,000.0
$15,000.0
$20,000.0
2008 2009 2010 2011 2012 2013 2014 2015 2016*
U.S. GDP and Construction Spending
and Major Political/Economic Events
Arab Spring
Syria Civil War
Libya
Saudi Arabia
Yemen
Iran Nuclear
Deal
Panama
Papers
Russia –
Ukraine
Greek Debt
Crisis Occupy
Wall St.
Brexit
Oil
$28.50
EbolaTPP
Europe
Terrorism
ISIS
$15
Min
Wage
Black Lives
Matter
GD
P in
$ m
illio
ns
Co
nstr
ucti
on
PIP
in
$m
illio
ns
172016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Reading the Economic Tea Leaves
182016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
NRCI Third Quarter 2016
Overall Economy
Overall Economy Where We Do Business
Our Construction Business
Nonresidential Building Construction Market Where We Do
Business
Our Expected Backlog
Cost of Construction Materials: Higher
Cost of Labor: No Change
Productivity: Lower
192016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Above 50
Below 50
30
40
50
60
70
De
c-0
7
Fe
b-0
8
Ap
r-0
8
Jun
-08
Au
g-0
8
Oct-
08
De
c-0
8
Fe
b-0
9
Ap
r-0
9
Jun
-09
Au
g-0
9
Oct-
09
De
c-0
9
Fe
b-1
0
Ap
r-1
0
Jun
-10
Au
g-1
0
Oct-
10
De
c-1
0
Fe
b-1
1
Ap
r-1
1
Jun
-11
Au
g-1
1
Oct-
11
De
c-1
1
Fe
b-1
2
Ap
r-1
2
Jun
-12
Au
g-1
2
Oct-
12
De
c-1
2
Fe
b-1
3
Ap
r-1
3
Jun
-13
Au
g-1
3
Oct-
13
De
c-1
3
Fe
b-1
4
Ap
r-1
4
Jun
-14
Au
g-1
4
Oct-
14
De
c-1
4
Fe
b-1
5
Ap
r-1
5
15
-Ju
n
15
-Au
g
15
-Oct
15
-De
c
16
-Fe
b
16
-Ap
r
16
-Ju
n
Source: AIA
Architecture Billing Index (ABI)
202016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Anticipating the Next U.S. Recession and E&C Downturn
Perhaps some combination of the following
• Presidential and congressional elections
• Major domestic or European terror event
• Rising energy prices and core inflation
• Premature/over action by the Fed on interest rates
• Commercial Real Estate Bubble / Debt
• Another European debt crisis
• Failure to pass TPP
FMI best ‘guess’ is barring an unpredictable event, a general recession followed by a
relatively mild E&C industry downturn more than likely within next two years and most likely
in second half of 2017 or first half of 2018
212016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
NRCI Third Quarter 2016: Predicting the Next Recession
3%
19%
40% 38%
0%
10%
20%
30%
40%
50%
EOY 2016 2017 2018 After 2018
Q3 NRCI panelists noted trends regarding when and why we may experience the next recession.
Q3 2016 NRCI Survey Word CloudPanelist remarks highlight:
• Overbuilding in select markets
• Rising labor and material costs
• Resources / people limiting growth
• Instability overseas
• Interest rate manipulation
• Election / political influence
• Generalized uncertainty
• We are due
Nearly 80% of respondents do not expect
a recession until 2018 or thereafter.
Several panelists commented on their
health backlogs and anticipated
continued expansion in the coming
years.
222016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
What Trends Does the Future Hold?
232016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Healthier Building Trends: Features
Source: The Drive Toward Healthier Buildings 2016 SmartMarket Report, Dodge Data & Analytics, 2016
61% - Enhanced
Ventilation
40% - Layout
Encouraging Physical
Activity
30% - Transparency of
Product Information
Owner top-three interests in healthier building features:
Common features used in more than 50% of all projects:
1) Better lighting/daylight 5) Acoustical comfort products
2) Thermal comfort products 6) Exclusion of certain materials
3) Social spaces 7) Occupant controls
4) Air quality products 8) Mood-enhancing spaces
242016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Productivity Gains Will Happen Through Accelerated Tech/Lean Process Adoption
Technological advances in pre-con and construction ops pivotal to maintaining competitive position
• Building Information and Modeling (BIM) is key to construction scheduling optimization
• Job-site technologies to work faster, smarter and safer are expanding at an accelerated pace
Implications
• Tech-savvy firms becoming more essential and less elective
• Talent selection and development needs to factor willingness to embrace and capacity to apply new practices
• Without clarity of long–term direction, every innovation looks important and represents a potential distraction versus benefit
Adoption of these tools does not
necessarily translate to productivity
gains or margin expansion
252016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Expect More “Building Manufacturing” Through Prefabrication
Use of prefabricated building components on the rise
• Higher quality
• Improved job-site performance
• Ideal for repetitive sections
• Architectural style NOT compromised
Implications
• Less skilled labor on jobsites
• Changing playing field - who will be contracting the work?
• Competencies in manufacturing process required
• Heightened ability to collaborate across trades
262016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Talent, Generations & Future Leadership
272016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Jobs and Unemployment (1 of 2)
0%
2%
4%
6%
8%
10%
12%
0
20
40
60
80
100
120
140
160
19
70
19
71
19
72
19
73
19
74
19
75
19
76
19
77
19
78
19
79
19
80
19
81
19
82
19
83
19
84
19
85
19
86
19
87
19
88
19
89
19
90
19
91
19
92
19
93
19
94
19
95
19
96
19
97
19
98
19
99
20
00
20
01
20
02
20
03
20
04
20
05
20
06
20
07
20
08
20
09
20
10
20
11
20
12
20
13
20
14
20
15
20
16
Un
em
plo
yme
nt
Em
plo
yme
nt
(Millio
ns)
U.S. Employment U.S. Unemployment Rate
Employment and Unemployment Rates | 1970—2016
282016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Jobs and Unemployment (2 of 2)
11 1
4
9
17
9
46
13
52
21
-3
20 2
3
3
17
26
23
31
-15
60
21
42
41
12 13
41
25
25
14
23
45
50
27
-7
38
17
0
11
4
10
33
65
48
18
13
37
-6
-18
-6
11
-6
-30
-20
-10
0
10
20
30
40
50
60
70
20
12
- J
uly
Au
gu
st
Se
pte
mb
er
Octo
be
r
No
ve
mb
er
De
ce
mb
er
20
13
- J
an
ua
ry
Fe
bru
ary
Ma
rch
Ap
ril
Ma
y
Jun
e
20
13
- J
uly
Au
gu
st
Se
pte
mb
er
No
ve
mb
er
De
ce
mb
er
20
14
- J
an
ua
ry
Fe
bru
ary
Ma
rch
Ap
ril
Ma
y
Jun
e
20
14
- J
uly
Au
gu
st
Se
pte
mb
er
Octo
be
r
No
ve
mb
er
De
ce
mb
er
20
15
- J
an
ua
ry
Fe
bru
ary
Ma
rch
Ap
ril
Ma
y
Jun
e
20
15
- J
uly
Au
gu
st
Se
pte
mb
er
Octo
be
r
No
ve
mb
er
De
ce
mb
er
20
16
- J
an
ua
ry
Fe
bru
ary
Ma
rch
Ap
ril
Ma
y
Jun
e
20
16
- J
uly
Au
gu
st
Employment in construction Month over month change, thousands Construction added 199,000 jobs over
the past year.
292016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Dynamic Construction Industry Employment: Gains Less Losses
-500
0
500
20
06
Q1
20
06
Q2
20
06
Q3
20
06
Q4
20
07
Q1
20
07
Q2
20
07
Q3
20
07
Q4
20
08
Q1
20
08
Q2
20
08
Q3
20
08
Q4
20
09
Q1
20
09
Q2
20
09
Q3
20
09
Q4
20
10
Q1
20
10
Q2
20
10
Q3
20
10
Q4
20
11
Q1
20
11
Q2
20
11
Q3
20
11
Q4
20
12
Q1
20
12
Q2
20
12
Q3
20
12
Q4
20
13
Q1
20
13
Q2
20
13
Q3
20
13
Q4
20
14
Q1
20
14
Q2
20
14
Q3
20
14
Q4
20
15
Q1
20
15
Q2
20
15
Q3
20
15
Q4
00
0s
The dark blue line charted below represents
quarterly net* job gains / losses within the
construction industry between 2006 and 2015.
*Gross Job Gains – Gross Job Losses
The latest BLS projections estimate a
14% increase across total industry
employment between 2014 and 2024
(519,500 jobs / 1.3% CAGR).
Ga
ins
Lo
sse
s
302016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Growth Impediments Due to Talent Shortages
Availability has become a top
impediment to performance
• Recession created industry exodus
• Baby boomers retiring
• Slowdown in U.S. immigration
Implications
• Top strategic leader focus – how do we
attract and retain an “unfair”
advantage of a limited talent pool
• Understand what is required to attract
and effectively leverage Millennials
• Internal development of talent
• Can applied technology produce more
with fewer people?
61% believe the lack of skilled
labor will impact competitiveness
and / or slow ability to grow
The E&C industry downturn occurred
when Millennials were coming of age
312016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Boomers are Retiring, Millennials are the Future
Majority of industry leadership retiring in the next five to seven years
• Gen X insufficient to cover the gap
• Millennials think and work differently but understand and can apply technology
• Millennials feel disenfranchised, not attracted to construction
• Millennials will be our customers in 10 to 15 years
Implications
• Leadership needs to quickly learn how to understand, leverage effectively this generation
• Mentoring and stretch assignments critical
• Clarifying a company’s purpose and direction critical
Aging baby-boomers retained ownership
through the past decade, largely forgoing the
opportunity to transition ownership to GenX
and are now behind the curve for a time-based
transition….
322016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
2016 ICAA Survey Results
332016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Survey participants indicated installers to be the most difficult position to find and recruit in today’s market.
2.98
3.52
4.05
4.43
5.14
6.55
1 2 3 4 5 6 7
Senior Leaders
Project managers
Field management
Estimators
Sales
Installers
19%
4%
25%
10%
23%
19%0-4%
5-9%
10-15%
16-24%
25-30%
More than 30%
What is the turnover rate per year you are
experiencing with installers?
Level of difficulty (1=least difficult, 7=most difficult)
Which positions are the most difficult to find and recruit today? Weighted average scores: Q1, Q12
Source: ICAA survey
342016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Overall, challenges in recruiting, developing and retaining installers are expected to continue in the next two to three years.
4%
4%
2%
19%26%
25%28%
48%45%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Challenge today Challenge in the future
5 - Significantly
more
4
3 - About the
same
2
1 - Significantly
less
How big of a challenge is it to recruit, develop and retain installers today and how will recruiting, developing
and retaining installers change in the next two to three years?Q2, Q3
Source: ICAA survey
• Overall, survey participants
indicated the current challenge of
recruiting, developing and retaining
installers will continue to be a
challenge in the coming future (i.e.,
two to three years).
• More than half (55%) of survey
respondents that indicated the
challenge of recruiting, developing
and retaining installers will stay
about the same or be less
challenging in the next two to three
years were from the Southeast or
Southwest.
• Whereas, all survey participants
from the Northwest indicated
recruiting, developing and retaining
installers will be a greater challenge
in the next two to three years.
352016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Internal employee referral programs were perceived to be the best source for hiring quality installers.
2%
4%
8%
8%
13%
21%
29%
29%
31%
75%
Local civic and
community groups
Vocational schools
Posting on your
company's website
Hiring agencies/
recruiters
Social media
External referrals
Online recruiting tools
Job posting board/
resources
Being an employer
of choice
Internal employee
referral program
What are your best sources for hiring quality installers? Choose up to three. Q8, Q9
Source: ICAA survey
2%
12%
18%
33%35%
It can all be
accomplished in
a few hours
Three or more
months
Two to seven
days
One to two
months
One week to
one month
What is the average amount of advance time you need
when hiring installers?
• Traditional means for hiring individuals such as
posting on the company’s website or hiring
agencies/ recruiters were not favorably viewed by
survey respondents.
• Sixty-eight percent of respondents believe the
average amount of advance time needed when
hiring installers is between one week and two
months.
362016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
The Great Place to
Work: How to Build it,
How to Keep it, and
Why it Matters
—Michael Burchell and
Jennifer Robin
Great
Place to
Work
Camaraderie
Trust
Pride
A Great Place to Work
372016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Survey participants believe that competitive wages are the number one strategy to retain quality skilled installers.
14%
18%
20%
37%
53%
57%
59%
61%
92%
Structured career
development/coaching
Performance feedback
Social events and
team lunches
Training opportunities
Paid time off
Incentives or bonuses
Overtime
Benefits packages
Competitive wages
What are the top strategies you are using to retain
skilled installers? Select all that apply. Q9
Source: ICAA survey
Training
opportunities
2%
Social events and team
lunches
2%
Overtime
4%
Structured career
development/
coaching
4%
Other
6%
Benefits
packages
10%
Incentives or
bonuses
15%
Competitive
wages
57%
Thinking of the strategies you selected in the question
above, which one strategy do you believe is the number
one reason you are able to retain quality skilled installers?Q10
Source: ICAA survey
382016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Poor work ethic and a lack of punctuality were indicated to be significant factors in installers being asked to leave.
2%
2%
4%
6%
12%
16%
35%
55%
61%
Language or cultural barriers
Lack of overtime
Too much overtime
Required travel
Workplace relationships
Wages
Skills/experience levels
Attendance
Attitude
When installers leave, either by choice or are asked to leave, what
are the most common reasons why? Select all that apply. Q11
Source: ICAA survey
Respondent suggestions for better recruiting,
developing and retaining of top installers
“Only hire motivated installers if you can find
them.”
“Take care of what you have; be flexible and
understanding.”
“Treat your people with respect.”
“Show appreciation for employees, both in the form
of pay and respecting their time away from work.”
“Take care of your good employees.”
“Offer unlimited overtime for those who want it.”
“Make sure your pay scale is equal to others in
your area.”
“Make sure you operate a great place to work and
grow for everyone”
“Be prepared to spend time to find the right
person.”
392016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Nearly 90% of new installers found by survey participants require significant training.
60%
29%
8%
0%
2%
0% 10% 20% 30% 40% 50% 60% 70%
1 - Significantly need to train
2
3
4
5 - Fully trained and ready to go
What is the average skill level of the new installers you are finding?Q4
Source: ICAA survey
“Due to the economic slump we are having no difficulty
finding qualified sprayer laborers or others.”
“Spend the time on training
properly, and making them know
they are part of the team.”
“Develop a training program for
non-experienced insulation
installers.”
“Hire unskilled installers and train
them.”
402016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Along with the challenges in recruiting, developing and retaining
installers, training will be highly important for new installers hired. Current and future challenge in recruiting, developing and retaining installers by geographic locationQ2, Q3, Q14
Source: ICAA survey
North Midwest
Northeast
Northwest
Other
South Midwest
Southeast
Southwest
2
2.5
3
3.5
4
4.5
5
2 2.5 3 3.5 4 4.5 5
Ch
alle
nge
in
th
e f
utu
re (
1=
sig
nif
ica
ntl
y le
ss c
ha
lle
ngin
g, 5
=sig
nif
ica
ntl
y
mo
re c
ha
lle
ngin
g)
Challenge today (1=significantly less challenging, 5=significantly more challenging)
Circle size represents the average skill level of new
installers. The larger the circle the less training needed.
1 - Significant
need to train
5 - Fully trained
and ready to go
to work
Other includes Western Rocky Mountain area, Western
Canada, Midwest.
412016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Capturing the Future’s Advantage
• Now is the time to get
ready
• Agree on the facts
• Get your strategy straight
• Find new sources of
people
• Cultivate talent—at all
levels
• Train leaders
• Make your company a
staying place
• Think jungle gym, not just
career ladders
• Embrace a technology POV
• Give customers an excuse
• Find a penny
422016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
432016 ICAA Convention & Trade Show | JM Platinum Educational Session
Reading the Tea Leaves | September 29, 2016© 2016 FMI Corporation
Presenter
As FMI’s practice leader for business development, Cynthia works with industry organizations to position them to capture market share and grow profitably. She helps construction industry organizations stand out from the competition by discovering their differentiated platform. Working in tandem with project teams to create winning strategies, she has served industry associations, contracting firms and industry suppliers.
With a strong conviction that marketing and business development starts at the top of an organization, Cynthia works with company presidents, sales, marketing and business development executives to help create a strategic vision. Cynthia then works one-on-one with companies to ensure that their strategic vision is translated into a competitive advantage in the marketplace and that the full market benefit is achieved.
Cynthia is a highly rated instructor and speaker. Her presentation style and knowledge of the construction industry make her a sought after speaker for industry events across the country for such programs as Construction Selling Skills, Presentation Skills, Competitive Marketing for Contractors, and Managing Key Accounts.
Cynthia holds a bachelor’s degree in business administration, with a minor in economics, from Fort Lewis College. She earned her master of business administration degree in finance and marketing from the University of Denver.
Cynthia Paul
FMI Corporation
210 University Boulevard,
Suite 800
Denver, CO 80206
Tel: 303.377.4740
Fax: 303.398.7291
E-mail: [email protected]
Website: www.fminet.com
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